Turning Visitors into Customers an Internet Strategy for Small Business Part 2

Visitors to your web site are just the same as visitors to your place of business with one important exception. There is no one to talk to on your web site (yet!). So, turning the visitor into a lead requires a strategy to capture the prospect's details. It doesn't matter if your web site sells or doesn't sell product on-line. If you let the visitor 'surf' right by, without tempting them with an offer in exchange for their contact details, you're losing qualified leads and potential revenues.

Promotional incentives work well to encourage prospects to part with their email address as well as other information. As an example, Qantas earlier this year used its web site to offer a chance to win a business class trip to New York in return for email numbers and permission to send travel information.

Information gathered on your web site including email address, work or home address, phone and fax numbers can be put directly into your contact database. Once in your database you can start on converting leads into customers.

Converting leads into customers can all be done automatically and at little or no cost. You can enable programs to send newsletters, special offers' or any other useful information at pre-set intervals. In every case, your contact with customers provides the opportunity to provide a link back to your Internet site and another opportunity to sell or promote your products and services.

Get this far and you are well on your way to turning visitors into customers. Your web site will become an important part of your marketing mix and start generating more profits from your business.